Episode 4: Be Resourceful, Not Reliant | Tyler Warden

Bhupendra Rathod on August 17, 2023

Episode 4: Be Resourceful, Not Reliant | Tyler Warden

August 17, 2023

Navigating Sales with Tyler Wharton: From Sports to Sales Success

On the latest episode of the “Merchants of Change” podcast, host JR Butler chats with Tyler Wharton about his journey from college sports to a thriving career in sales. Tyler, who played football at Robert Morris University, shares insights on the transition from athletics to sales, the importance of adaptability, and what it truly means to be a professional in the sales industry.

Cherishing the Off-Field Moments

When reminiscing about his college sports days, Tyler highlights that the most cherished memories aren’t the victories or losses but the camaraderie off the field. He fondly recalls bus rides, locker room banter, and the shared experiences that built strong bonds with teammates. This camaraderie, he believes, is what he misses the most and what creates lasting memories.

Key Traits of a Great Teammate

Tyler identifies two essential traits of a great teammate: humor and reliability. Humor brings levity during tough times, such as grueling summer camps, while reliability ensures that teammates can depend on each other during crucial moments. These traits, according to Tyler, are just as valuable in the business world as they are in sports.

Building a Foundation at Robert Morris

Tyler takes pride in being part of the inaugural football program at Robert Morris University. Starting from scratch, he and his teammates faced numerous challenges but laid a strong foundation for future teams. This experience taught him the importance of resilience and adaptability, qualities that have served him well in his professional life.

Transitioning to a Career in Sales

Tyler’s entry into the insurance industry was serendipitous. Initially working part-time at an independent insurance agency while finishing school, he had no intention of pursuing a career in insurance. However, the opportunity to be part of a startup, Kin Insurance, that aimed to disrupt the traditional insurance model, convinced him to stay. This decision led to a rewarding career where he now plays a pivotal role.

Embracing Change and Adaptability

One of the standout lessons from Tyler’s early days in sales was the importance of embracing change. Working in the insurance industry, especially within a disruptive InsurTech company, meant constant changes in regulations, products, and internal processes. Tyler emphasizes that the most successful salespeople are those who can adapt quickly and view these changes as opportunities for growth rather than obstacles.

The Value of Resourcefulness

Tyler believes that resourcefulness is a crucial skill for success in sales. He encourages young professionals to leverage available resources, such as Google, to learn and solve problems independently. By doing so, they can develop a deep understanding of their industry and become self-reliant, which ultimately leads to greater success.

Becoming a Pro in Sales

For Tyler, being a professional in sales means maintaining emotional stability and consistency. He advises against riding the emotional roller coaster of highs and lows that often accompany sales roles. Instead, he advocates for a steady, level-headed approach that focuses on long-term success rather than short-term victories.

Tyler Wharton’s journey from college athlete to sales leader offers valuable lessons on the importance of teamwork, adaptability, and resourcefulness. His insights serve as a guide for aspiring sales professionals looking to navigate the challenges and opportunities within the industry.

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Episode 3: Trust The Process | Jeff Bull

Bhupendra Rathod on August 10, 2023

Episode 3: Trust The Process | Jeff Bull

August 10, 2023

Transitioning from Navy SEALs to Sales: Insights from Jeff Bull

In the latest episode of “Merchants of Change,” host JR Butler sits down with Jeff Bull, a former Navy SEAL, to discuss his journey from military service to a successful career in sales. The conversation delves into Bull’s military experiences, his transition to civilian life, and valuable insights for veterans and aspiring sales professionals.

Choosing the Navy and Early Inspirations

Jeff Bull shares that his decision to join the Navy was inspired by the movie “Navy SEALs” starring Charlie Sheen. Seeking the toughest challenge he could find, Bull was drawn to the Navy SEAL training’s renowned difficulty and elite status. This quest for challenge set the foundation for his distinguished military career.

Memorable Milestones and Leadership Lessons

Reflecting on his military service, Bull emphasizes the importance of breaking down goals into manageable chunks, a habit he developed in the Navy. He fondly recalls the camaraderie and the calm demeanor of effective leaders, who managed to stay composed under pressure, both on missions and in their personal lives.

One standout leader Bull mentions is Adam LaRue, who exemplified continuous learning and leadership. LaRue’s approach to leadership, which included applying business concepts like SWOT analysis to military operations, left a lasting impression on Bull.

Transitioning to Civilian Life and Challenges

Bull explains that transitioning from the military to civilian life can be challenging due to the lack of structured milestones and constant feedback. The absence of a clear path for progress can be disorienting. Additionally, unresolved issues from years of service often resurface, adding to the complexity of the transition.

For business leaders, Bull suggests creating supportive environments for veterans, such as employee resource groups (ERGs), and understanding that the transition is a process that may involve multiple job changes before veterans find their fit.

Discovering a Career in Sales

Initially, Bull was hesitant about a career in sales, fearing the instability associated with variable income. However, his experience at McChrystal Group, where he applied military operational processes to business consulting, helped him realize the potential of sales. He learned that effective sales involve understanding customer needs and offering appropriate solutions, rather than the pushy tactics often stereotypically associated with the profession.

Advice for Veterans and Aspiring Sales Professionals

Bull advises veterans to prioritize what matters most to them—location, income, or job role—when transitioning to civilian careers. He emphasizes the importance of getting a foot in the door, demonstrating value, and being open to discovering new opportunities. He also highlights the need for veterans to frame their military experiences in a way that translates to civilian roles, focusing on skills like adaptability and leadership.

Building Effective Sales Teams and Continuous Learning

In his current role, Bull stresses the importance of daily stand-ups and structured communication within sales teams. This approach ensures accountability and efficient collaboration. He also values learning from experienced colleagues, continuously refining his skills by adopting proven methods.

Mental Health and Supporting Fellow Veterans

Bull and his wife founded a nonprofit, Epazilist.org, to support veterans struggling with mental health issues. He shares his personal journey with PTSD and depression, advocating for continuous maintenance and proactive treatment to stay ahead of symptoms.

Professionalism in Sales

To Bull, being a pro in sales means maintaining long-term relationships and not just focusing on immediate results. He admires sales professionals who invest time and effort in building sustainable success, demonstrating a balance between meeting quarterly targets and cultivating long-term opportunities.

Jeff Bull’s story is a testament to the resilience and adaptability of veterans. His insights provide valuable guidance for those transitioning to civilian careers and those looking to excel in sales.

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Episode 2: Control Your Controlables | Marcus Taylor

Bhupendra Rathod on August 3, 2023

Episode 2: Control Your Controlables | Marcus Taylor

August 3, 2023

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Episode 1: Know Your Why | Joelle Graham

Bhupendra Rathod on July 27, 2023

Episode 1: Know Your Why | Joelle Graham

July 27, 2023

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Episode 10 – Create Your Own Success | Carrie Bosworth

Bhupendra Rathod on July 13, 2023

Episode 10 – Create Your Own Success | Carrie Bosworth

July 13, 2023

As we walk through the journey of life, certain mentors leave indelible marks on our paths, shaping not just our careers but our entire outlook. For many athletes, coaches stand as pillars of inspiration, pushing them to excel on the field and guiding them through the ups and downs of life. Such is the story of one remarkable individual whose volleyball career transitioned seamlessly into the dynamic world of technology sales.

Reflecting on her sports career, this individual fondly reminisces about the coaches who left lasting impressions. Among them, her college volleyball coach stands out as a beacon of influence. Their intense dedication mirrored her own, fostering a mentorship that transcended sports and continues to impact her life today. It’s a testament to the profound impact a mentor can have, not just in sports but in navigating the complexities of life.

But as her journey unfolded, she found herself at a crossroads, transitioning from the volleyball court to the corporate arena. It was a leap of faith, driven by a desire to explore new horizons and challenge herself in unfamiliar territory. Despite the initial discomfort of trading athletic gear for business attire, she embraced the opportunity with characteristic tenacity, diving headfirst into the world of sales.

Her path wasn’t without its twists and turns. From coaching volleyball teams to running athletic facilities, she explored various avenues before fate led her to the realm of sales. It was a moment of realization, a recognition that her competitive spirit and affinity for building relationships were tailor-made for the sales arena.

As she embarked on her sales career, she encountered challenges familiar to many newcomers: the daunting prospect of sitting behind a desk, the struggle to find one’s authentic voice in a corporate environment, and the internal journey of self-acceptance. Yet, through perseverance and guidance from mentors, she found her footing and began to thrive.

Looking back, she shares invaluable insights for aspiring sales professionals embarking on their own journeys. It’s not just about landing a job; it’s about finding the right fit—a company that values growth, fosters a culture of learning and development, and offers opportunities for personal and professional advancement.

She emphasizes the importance of proactive self-development, urging individuals to take ownership of their growth journey. Whether it’s immersing oneself in industry knowledge, honing communication skills, or seeking mentorship, there’s immense power in embracing continuous learning.

In today’s ever-evolving sales landscape, adaptability and resilience are key. As leaders, she believes in revisiting the fundamentals, equipping sales teams with the skills and mindset needed to navigate challenges and seize opportunities in an increasingly competitive market.

From the volleyball court to the boardroom, her journey exemplifies the transformative power of mentorship, resilience, and a relentless pursuit of growth. As aspiring sales professionals embark on their own adventures, may they draw inspiration from her story, embracing challenges as opportunities for growth and charting their own paths to success.

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Episode 9 – Marine to Med Device Sales Pro – Scott Campbell

Bhupendra Rathod on June 29, 2023

Episode 9 – Marine to Med Device Sales Pro – Scott Campbell

June 29, 2023

Transitioning from military life to civilian life is a journey filled with challenges, opportunities, and adjustments. In a recent conversation with a former Marine, Scott, we delved into his experiences, from why he chose the Marines to how he navigated the transition into the civilian workforce, ultimately finding his passion in sales.

Scott’s journey began with a childhood deeply rooted in military culture. Raised in a military family, with his father serving in the Air Force for 22 years, Scott’s upbringing was characterized by constant relocation and exposure to diverse environments. This upbringing instilled in him a sense of discipline, adventure, and a desire to serve his country.

When it came time to choose his path in the military, Scott was drawn to the Marines. Despite having options like the Navy and Air Force due to his family background, it was the distinctive allure of the Marine Corps that captured his heart. The iconic Marine uniform, coupled with the reputation of the Corps as a fighting force, resonated with Scott from a young age.

As he embarked on his journey with the Marines, Scott encountered the rigorous discipline and structured environment of military life. From the chaos of day one of boot camp to the meticulous attention to detail in uniform regulations, Scott learned invaluable lessons that would shape his approach to life and work.

One aspect that stood out to Scott was the importance of leadership that explains the “why” behind decisions. Unlike leaders who simply command without explanation, Scott admired those who took the time to communicate the rationale behind their actions, fostering understanding and trust among their team members.

Transitioning into civilian life presented its own set of challenges for Scott and his fellow veterans. The structured, cohesive environment of the military contrasted starkly with the often unpredictable and individualistic nature of civilian workplaces. Scott emphasized the importance of empathy and understanding from civilian employers, advocating for the hiring of HR professionals with military backgrounds who can bridge the gap and support veterans in their transition.

Despite the challenges, Scott’s passion for sales remained unwavering. From selling candy in high school to excelling as a server and bartender in restaurants, Scott had a natural talent for sales. This passion culminated in his role as a sales manager, where he thrived in motivating his team to maximize sales opportunities.

Scott’s journey from military service to sales is a testament to the resilience, adaptability, and drive of veterans transitioning into civilian life. Through discipline, compassion, and a relentless pursuit of success, Scott continues to thrive in his chosen path, inspiring others with his story of transformation and growth.

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Episode 8: Be the Thermostat | Donnell Boucher

Bhupendra Rathod on June 22, 2023

Episode 8: Be the Thermostat | Donnell Boucher

June 22, 2023

Welcome to another episode of Merchants of Change, a podcast dedicated to helping elite athletes and military veterans transition into successful sales careers. Today, we have a unique guest, Donnell Boucher, whose journey from a high school football player in Western Massachusetts to a strength coach at The Citadel and now to a sales professional at Play, offers invaluable insights.

Early Athletic Memories

Donnell Boucher’s love for sports began in high school, where he played football at Chicopee Comprehensive High School. One of his most memorable moments was winning the “Sword Game” against Chicopee High, breaking a 12-year losing streak. This victory, celebrated by the entire community, made Donnell realize the significant impact sports can have beyond just the game itself.

The Citadel Experience

After high school, Donnell attended Worcester State, where he was surrounded by talented athletes who had transferred from larger programs. This environment pushed him to elevate his game and introduced him to the rigorous preparation and discipline required at higher levels of competition.

Donnell’s journey continued at The Citadel, a military college in South Carolina, where he started as a graduate assistant and quickly rose to become the head strength coach within a year. His tenure at The Citadel was marked by numerous accomplishments, including winning championships and developing deep, lasting relationships with athletes. Donnell highlights the unique culture of The Citadel, where every aspect of a cadet’s life is regimented and inspected, teaching them unparalleled time management and discipline.

Transitioning to Sales

The move from strength coaching to sales was not an easy decision for Donnell, but it was driven by a recognition of the broader applications of his skills. His understanding of influence, leadership, and human motivation laid a solid foundation for a career in sales. Donnell emphasizes that coaching, at its core, involves selling concepts, motivating individuals, and driving performance—all critical skills in sales.

Donnell joined Play as the Director of Business Development for College and Pro Sports. His role involves educating potential customers, understanding their needs, and ensuring that the solutions provided genuinely benefit them. He brings the same level of dedication and structure to his sales role as he did to coaching, relying on a meticulously organized schedule and a deep understanding of his clients’ needs.

Lessons Learned and Advice

One of the biggest lessons Donnell learned in sales is the importance of urgency and consistent follow-up. In coaching, relationships and trust are built over time, and the same applies in sales. Maintaining professional persistence and staying engaged with potential clients is crucial for success.

Donnell advises coaches and athletes transitioning to sales to recognize the sales elements in their current roles. He stresses the importance of being genuinely curious about clients’ needs and being adaptable in various situations. His mantra, “be the thermostat,” emphasizes the need to regulate and adapt to different environments and interactions, ensuring a positive and productive relationship.

Final Thoughts

Donnell’s journey from the field to the corporate world is a testament to the transferable skills that athletes and coaches possess. His story is an inspiration for anyone looking to make a similar transition, highlighting the importance of discipline, curiosity, and genuine care in building successful relationships in sales.

For those interested in a sales career, Donnell’s experience underscores the value of thorough preparation, maintaining structure, and focusing on the client’s needs. His approach to sales, rooted in his coaching background, offers a unique perspective that can lead to sustained success in the corporate world.

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Episode 7: Communication is Key | David Fales

Bhupendra Rathod on June 15, 2023

Episode 7: Communication is Key | David Fales

June 15, 2023

Welcome to another episode of Merchants of Change, where we help elite athletes and military veterans transition into successful sales careers. Today, we have David Fales, a former NFL quarterback who has found a new path in tech sales. His journey from the football field to the corporate world offers valuable insights for anyone considering a similar career change.

Memories from the Field

David reflects on his time in football, emphasizing the importance of the relationships built through the sport. From high school to college at San Jose State, and then in the NFL, it’s the camaraderie and the locker room experiences that stand out the most. He notes that while specific games and events were memorable, it’s the bonds with teammates that he misses the most. This sentiment is a reminder to current athletes to cherish their time and relationships in sports.

Transitioning to Sales

The journey from professional sports to sales is not a common one, but David’s path was influenced by his brother’s success at Zoom, a well-known tech company. Seeing the opportunities in tech sales, David reached out to former teammates and professionals to learn about their experiences. His decision to start as a Business Development Representative (BDR) was strategic, allowing him to gain essential experience while staying remote during the pandemic.

David shares the importance of being humble and willing to start from the bottom, especially for athletes who are used to high-profile roles. His success as a BDR came from hard work, learning from top performers, and leveraging his routine-oriented background from sports.

The Athlete Advantage

David believes athletes excel in sales because of their discipline, routine, and understanding of delayed gratification. Athletes are used to following structured schedules and putting in the necessary work, even when it’s tough. These qualities translate well into the sales environment, where consistency and effort are key to success.

He advises others to seek out training and development opportunities when choosing their first sales role. It’s crucial to have a manager who has walked the path and can provide mentorship and support. David also highlights the importance of understanding the company’s growth potential and the opportunities for career progression.

Lessons from the Field

David emphasizes that learning never stops. Just as he studied the playbook in football, he continues to learn about his products and the industry to stay ahead. This continuous improvement mindset is essential for long-term success in sales.

He also notes the importance of being comfortable with discomfort. Cold calling and reaching out to high-level executives can be intimidating, but it’s necessary for growth. The best salespeople are those who can navigate these challenges and remain persistent.

Professionalism in Sales

For David, being a pro in sales means being prepared and consistent. He draws parallels to the best athletes who show up the same way every day, regardless of the circumstances. This reliability and dedication are what define true professionals.

David’s story is a powerful example of how the skills and mindset developed in sports can lead to success in a completely different field. His journey from the NFL to Zoom highlights the importance of preparation, continuous learning, and the ability to adapt and thrive in new environments. For anyone considering a career in sales, his advice and experiences offer a valuable roadmap to follow.

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Episode 6: Create Your Own Luck | Michael Paladino

Bhupendra Rathod on June 8, 2023

Episode 6: Create Your Own Luck | Michael Paladino

June 8, 2023

In this episode of Merchants of Change, JR sits down with Michael Paladino, a former athlete turned successful sales leader. Michael shares his journey from playing sports at Trinity College to becoming a prominent figure in the tech sales industry. This episode is packed with insights for new sellers and those transitioning into sales, particularly former athletes and military veterans.

Sports Memories and Transition

Michael’s fondest memories from his sports career revolve around the camaraderie and shared victories with teammates. He emphasizes the importance of building relationships and enjoying the journey, rather than focusing solely on the outcomes. A unique tradition from his time at Trinity involved reading anonymous letters in the locker room, allowing teammates to air grievances humorously and build a stronger bond.

Reflecting on his transition to sales, Michael highlights the challenge of moving from a role with clear-cut responsibilities in a family business to the dynamic environment of tech sales. His first sales job at VM Turbo (later known as Turbonomic) introduced him to a vibrant, competitive atmosphere that felt reminiscent of a sports team.

Early Career Lessons

Michael advises new sellers not to overthink their first job choice. Instead, focus on finding a supportive team and strong leadership. He emphasizes the importance of evaluating the company’s culture and the authenticity of its leaders. Michael’s own experience at VM Turbo taught him the value of learning from others and the importance of resilience and grit in sales.

Keys to Success at PandaDoc

Michael’s move to PandaDoc allowed him to create significant impact by developing a new full-cycle sales motion. His success was driven by hard work, adaptability, and a willingness to learn from others. He attributes his achievements to outworking his peers and maintaining a balance between leveraging a supportive culture and pushing for high performance.

Philosophical Insights and Mentorship

One of the most impactful lessons Michael learned was the concept of “no victims,” emphasizing personal accountability. This lesson was reinforced by reading “Extreme Ownership” by Jocko Willink, which he recommends for its insights into leadership and accountability. Michael underscores the importance of having mentors who provide valuable guidance and perspective, such as his former CRO at PandaDoc, Nate Gilmore.

Advice for Navigating Tough Times

As the market becomes more challenging, Michael advises sales professionals to focus on skill development and resilience. He emphasizes the importance of maintaining a positive attitude, seeking mentorship, and being proactive in personal development. Michael also highlights the value of humility and continuous learning in achieving long-term success.

Identifying a Rocket Ship Company

When choosing an early-stage company, Michael suggests looking beyond product-market fit. Evaluate the leadership, culture, and the potential for personal growth within the organization. He believes that the people and the company’s vision are critical factors in determining its potential for success.

Final Thoughts on Being a Pro in Sales

For Michael, being a pro in sales means having a clear definition of professionalism, working deliberately, and maintaining personal accountability. He stresses the importance of humility and continuous improvement, noting that pride can hinder growth.

Michael’s journey from athlete to sales leader offers valuable lessons for anyone looking to transition into sales. His emphasis on hard work, resilience, and continuous learning provides a roadmap for achieving success in a competitive industry.

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Episode 5: Metrics = Accountability | Jamas LaFreniere

Bhupendra Rathod on June 1, 2023

Episode 5: Metrics = Accountability | Jamas LaFreniere

June 1, 2023

In the latest episode of Merchants of Change, JR Butler reconnects with his childhood friend and fellow hockey player, Jameis LaFreniere. The episode offers valuable insights for new sellers, especially those transitioning from sports to sales.

Cherished Sports Memories

Jameis reminisces about his favorite sports memories, which include playing hockey without pressure and enjoying the camaraderie with his friends. He fondly recalls playing pickup hockey, mini hockey tournaments, and sleepovers at local rinks. These experiences, he believes, laid the foundation for his competitive spirit and teamwork.

Transition to Sales

Jameis’s path to sales was unconventional. With no clear career plan, he considered a financial advisor role at John Hancock and a sales position at EMC. Despite a rocky interview where he forgot his resume, he impressed EMC’s Jimmy Mac with his authenticity and determination. Jameis highlights the importance of perseverance, even when the transition feels overwhelming.

Key Lessons from Early Career

Starting at EMC, Jameis faced the challenge of learning complex technology and making a high volume of cold calls. Despite finding the BDR role tough, he saw it as a necessary step to his future success. His story underscores the value of grit and the critical skills learned in early sales roles that benefit long-term careers.

Choosing the Right Company

Jameis advises new sellers to focus on leadership quality, growth opportunities, and long-term viability when choosing their first company. He emphasizes the importance of asking questions about career progression and evaluating the company’s leadership to ensure a supportive and growth-oriented environment.

Long Tenure at EMC/Dell EMC

Jameis has spent 16 years at EMC, now Dell EMC, navigating through the significant merger with Dell. He attributes his long tenure to the company’s evolving opportunities and his personal satisfaction with his role. Jameis believes that loyalty and the ability to adapt to change are key to a successful career in one company.

Leadership and Mentorship

Throughout his career, Jameis has been influenced by several mentors, including Jimmy Mac and Tom Heiser. He values leaders who trust their teams, offer constructive feedback, and provide growth opportunities. These qualities have shaped his own approach to leadership and mentorship.

Sobey’s Hope Foundation

Inspired by his daughter Sophie’s diagnosis with a rare disease, Jameis founded Sobey’s Hope Foundation to drive research and support for glycogen storage disease type 1b. The foundation has raised significant funds and is making strides towards finding a cure. Jameis credits his sales skills for helping him pitch the cause and secure support.

Defining Professionalism in Sales

For Jameis, being a pro in sales means accountability. He believes that professionals should be reliable, responsible, and committed to their goals. This mindset has been a cornerstone of his career and something he encourages in new sellers.

Jameis LaFreniere’s journey from hockey to sales offers valuable lessons in perseverance, adaptability, and the power of a supportive network. His story is a testament to how skills learned in sports can translate into successful sales careers.

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